Global Account Manager

The Global Account Manager (GAM) the direct responsible individual for the P&L of an assigned set of strategic accounts in TTM's Communications & Computing business - revenue, margin, growth, capacity and long-range position. This role requires relationship-management role, business-ownership and full accountability of the programs under your responsibility.

The GAM sells TTM Technologies products and maintains relationships as the primary contact with assigned existing key global/international accounts. These accounts are key, highly strategic, and have complex requirements. Primary responsibilities include expanding and developing these accounts and providing customer service and pursuing new business within the account. Responsibility for developing and maintaining relationships with our global C&C accounts leading to high levels of customer satisfaction and increased annual sales and margin.

You are an individual contributor with influence and leadership across the TTM sales, field applications and operations teams to represent the account within TTM, The GAM will work with all disciplines globally within their accounts and TTM including but not limited to all levels of management, Purchasing, Global Supply Chain Management, Manufacturing, Engineering, Quality, Customer Service and Quoting Centers in support of our global C&C business.

The GAM represent TTM professionally within the marketplace and their accounts to work with a positive attitude, clear communications and a vision of sustainable growth and fair business practices for the business.

The GAM sets the account's strategy, forecasts it with accuracy, prices and defends its margin, builds the customer relationship network, and plans capacity and technology three to five years out. Accounts are primarily AI infrastructure, hyperscale, and networking customers with heavy concentration in the Silicon Valley as well as global support team members. The GAM is responsible for developing new relationships, new program wins, updated data on the account as well as aspire to be a thought leader in the technology and market of their accounts as well as TTM.

Reports to: VP, Global Sales - Compute & Communications

Location: San Jose, CA area, with travel to customer sites and TTM facilities in the US and Asia,

Position : This is a full-time position in which the candidate will be required to travel globally. The hours vary as support is required across North America, Europe and Asia. This includes conference calls, video conferences, phone calls, email and other communications in a timely manner to all regions.

Key accountabilities

The GAM is accountable for seven areas. Margin and pricing ownership is the defining one; the rest support it.

1. Annual strategy plan. Co-author the annual strategic plan for each account with the VP. Set revenue, growth, and margin targets the GAM is prepared to own. Propose solutions to customer and management to create value for the customer and TTM.

2. Account plan. Build and maintain a live account plan, measured against the annual strategy plan. Review and update it at every one-on-one; it is the single source of truth for the account.

3. Forecasting. Deliver an accurate, on-time customer forecast by part number, volume, and revenue. Explain variances and the actions taken to close them. Work with the TTM C&C support teams on negotiation spreadsheets, conducting research in preparation for QBRs and other activities

4. Margin and pricing. Own account profitability. Manage the part-number list and price increases, defend margin in negotiations, and understand cost structure, mix, and the levers that move them. Monitor the performance levels of TTM and work with the site level management to drive improvement if needed

5. Program identification and technical data. Identify specific named programs and opportunities early. Gather Gerber data and technical requirements so TTM can quote and assess capability quickly. Responsible to deliver pricing, leadtime and manufacturing commits to grow program through new product introduction and the customers engineering stage gates to achieve full production ramp qualification and primary share of the allocation.

6. CRM and relationship network. Keep the CRM complete and current: contacts, opportunities, activities. Map the customer organization, close coverage gaps, and expand relationships beyond the buyer into engineering, program management, and executive levels.

7. Three-to-five year roadmap. Own the long-range capacity, technology, and revenue plan for each account. Anticipate the customer's technology shifts and capacity needs before they become urgent, and bring them into TTM planning.

• Customer business reviews are the responsibility of the GAM to prepare, arrange with customer, actively participate, take and publish notes, include actions and manage follow-up on those actions, lead negotiations, price adjustments and daily support as required by the customer and TTM. The GAM is responsible for communicating the customer's initiatives, requests, capacity and technology requirements, comments, action items etc., back to the management of TTM and to follow through to completion all action items and commitments made to the customer. Work with the TTM C&C support teams on negotiation spreadsheets, conducting research in preparation for QBRs and other activities. Work with TTM sales to provide guidance and support at the different TTM regional sites.
• New Strategy Development There will be new tools, initiatives, strategies to help improve productivity and performance of the business. You will be an active participant to learn and adopt new methods, challenge and contribute to those programs success. Support any special projects or programs assigned by TTM management. Written correspondence to customers and TTM employees and management as needed
• New Account Development As part of your responsibility you may be asked to develop new accounts within or outside of your primary responsible accounts.

Success measures

The GAM is measured on account outcomes against the annual strategy plan, not on activity. Targets are set in the annual plan.

Measure What good looks like

Revenue vs. plan /At or above the annual strategy plan target

Gross margin vs. plan/ At or above target; price increases realized as planned

Forecast accuracy/ Within an agreed variance band, delivered on schedule

New programs won/ Named programs identified, quoted, and converted to revenue

Relationship coverage/ Contacts mapped and engaged at buyer, engineering, program, and executive levels

CRM completeness/ Contacts, opportunities, and activities current at every review

Account plan currency/ Updated before every one-on-one; quarterly bet tracked to closure

Customer Scorecard/ Scorecard stable or improving the health of the account quarter over quarter

Qualifications

Required

• Bachelor's degree in engineering, business, or a related field
• 5+ years in B2B account management or sales in PCB, EMS, semiconductor, or electronics manufacturing
• Working knowledge of PCB technology, fabrication, and quoting (Gerber data, stack-ups, HDI, high-layer-count)
• Financial fluency: pricing, margin, cost structure, and forecasting
• Daily CRM discipline (Microsoft Dynamics or similar)
• Proven ability to build multi-level relationships with large, complex customers

Preferred

• Printed Circuit board, Copper Clad Laminate and/or Semiconductor design, manufacturing and applications engineering.
• Experience working with hyperscale, AI infrastructure, or networking customers
• Experience owning or contributing to an account or business-unit P&L
• MBA or equivalent business training
• Experience working with manufacturing sites in Asia

Ownership traits

• Thinks in margin, not just revenue.
• Brings a plan and a recommendation, not just a status update.
• Owns the forecast and the gap, without waiting to be asked.

Essential Knowledge and Skills

• Actively involved with the external and to promote the highest levels of customer satisfaction and revenue growth
• Maintains a working knowledge of the manufacturing processes & systems in order to communicate effectively with their external and internal customers
• Knowledge of Printed Circuit processing and material technology is required and is a continuous learning experience
• Maintains a working knowledge of industry certifications and requirements for different market segments
• Ability to read, write and understand the English language
• Must have good communication skills, including written and oral and interpersonal skills.
• Excellent attention to detail; excellent organizational skills
• Computer skills with working knowledge of Windows Excel, Word, Power Point and Outlook
• Understand technical needs and create strategy to support customer requirements
• Ability to handle a fast-paced environment with high volume of workload
• Available for travel (25% to 50%) and extended stay away from home
• Due to EAR requirements, applicants must be a U.S. Citizen or a Permanent Resident
• undefined Export Statement:
  a) Must comply with TTM Export Control Policies and Procedures and all applicable laws including ITAR, EAR and OFAC. b) Ensure compliance with the Corporate Export policies through implementation and enforcement of these procedures at the plant level. c) Provide training, assistance and support to all departments to ensure policy compliance. d) Conduct periodic audits as required. e) Prepare and submit ITAR and EAR license application documentation as required. f) Provide feedback to Corporate Export Compliance Office for continuous improvement of procedures and overall Export Compliance program.

#COMBU

• #LI-ECI

Compensation and Benefits:

TTM offers a variety of health and well-being benefit programs. Benefit options include medical, dental, vision, 401k, flexible spending and health savings accounts, accident benefits, life insurance, disability benefits, paid vacation & holidays. Benefits are available on the 1st of the month following date of hire. For some positions, only PTO and holiday benefits are offered.

Compensation ranges for roles at TTM Technologies varies depending on a wide array of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At TTM Technologies, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on each individual set of circumstances. A reasonable estimate of the current range is:
$183,797 - $323,229

Additional compensation: An annual or quarterly company bonus may apply based on position assignment. Positions hired for alternative shift may be eligible for a shift premium based on the assigned shift and location.

Export Statement:
Must comply with TTM Export Control Policies and Procedures and all applicable laws including ITAR, EAR and OFAC including but not limited to: a) being able to identify ITAR product on the manufacturing floor and understand that access to these products and related technical data is restricted to only US Citizens and US Permanent Residents; b) recognition of Foreign Person visitors by badge differentiation; c) understand and follow authorization procedures for bringing foreign visitors into facilities (VAL); d) understand the Export and ITAR requirements for shipments leaving the US; e) manage vendor approvals for ITAR manufacturing and services.